g.a.m chapter 2

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Advertising & IMC: Principles and Practice, 9e (Moriarty)Chapter 2 Integrated Brand Communication

1) Which of the following refers to the way a product is designed, tested, produced, branded, packaged, priced, distributed, and promoted?A) advertisingB) promotionC) marketingD) managementE) productionAnswer: CDiff: 2 Page Ref: 34Skill: ConceptObjective: 2-1

2) The goal of marketing is to match a product's availability to ________.A) the competition's availabilityB) the previous year's level of salesC) the company's production capabilitiesD) the consumers' need, desire, or demand for the productE) the legal limits of availabilityAnswer: DDiff: 2 Page Ref: 35Skill: ConceptObjective: 2-1

3) The classification to which a product is assigned is known as the ________.A) product categoryB) product positionC) market mixD) product classE) product mixAnswer: ADiff: 1 Page Ref: 35Skill: ConceptObjective: 2-1



4) The four tools of product, price, place (distribution), and promotion are collectively referred to as the ________.A) product mixB) promotion mixC) marketing mixD) integration elementsE) exchange elementsAnswer: CDiff: 1 Page Ref: 35Skill: ConceptObjective: 2-1

5) The marketing mix is also known as the ________.A) four CsB) four MsC) competitive advantageD) marketing channelE) four PsAnswer: EDiff: 1 Page Ref: 35Skill: ConceptObjective: 2-1

6) The act of trading a desired product or service to receive something of value in return is called a(n) ________.A) distributionB) positionC) exchangeD) marketE) demandAnswer: CDiff: 1 Page Ref: 35Skill: ConceptObjective: 2-1

7) Which of the following are considered "key players" in the marketing industry?A) marketersB) suppliers or vendorsC) distributors or retailersD) agenciesE) all of the aboveAnswer: EDiff: 2 Page Ref: 35Skill: ConceptObjective: 2-1



8) Which key player in marketing is the organization, company, or manufacturer producing the product and offering it for sale?A) marketerB) supplier or vendorC) distributor or retailerD) agencyE) brand managerAnswer: ADiff: 1 Page Ref: 35Skill: ConceptObjective: 2-1

9) The materials and ingredients used in producing the product are obtained from other companies that are referred to as a producer's ________.A) marketersB) suppliers or vendorsC) distributors or retailersD) agenciesE) exchangersAnswer: BDiff: 2 Page Ref: 36Skill: ConceptObjective: 2-1

10) The complex network of suppliers that produce components and ingredients that are then sold to the manufacturer is known as the ________.A) network chainB) channel of distributionC) supply chainD) ingredient chainE) distribution chainAnswer: CDiff: 1 Page Ref: 36Skill: ConceptObjective: 2-1

11) The ________ refers to the various companies that are involved in moving a product from its manufacturer into the hands of its buyer.A) network chainB) distribution chainC) supply chainD) ingredient chainE) promotion networkAnswer: BDiff: 1 Page Ref: 36Skill: ConceptObjective: 2-1



12) What term is used to mean a place or a particular type of buyer?A) marketB) positionC) channelD) targetE) segmentAnswer: ADiff: 1 Page Ref: 37Skill: ConceptObjective: 2-1

13) The percentage of the total sales in a product category that a particular brand has is called the brand's ________.A) positionB) market segmentC) distributionD) share of marketE) exchangeAnswer: DDiff: 2 Page Ref: 37Skill: ConceptObjective: 2-1

14) Which of the following is NOT considered a main type of market?A) consumerB) business-to-business C) channelD) institutionalE) mediaAnswer: EDiff: 2 Page Ref: 37Skill: ConceptObjective: 2-1

15) ________ markets consist of people who buy products and services for personal or household use.A) ConsumerB) Business-to-businessC) ChannelD) InstitutionalE) MediaAnswer: ADiff: 1 Page Ref: 37Skill: ConceptObjective: 2-1



16) ________ markets consist of companies that buy products or services to use in their own businesses or in making other products.A) ConsumerB) Business-to-businessC) DistributionD) InstitutionalE) IndirectAnswer: BDiff: 1 Page Ref: 37Skill: ConceptObjective: 2-1

17) ________ markets include a wide variety of profit and nonprofit organizations, such as hospitals, government agencies, and schools that provide goods and services for the benefit of society.A) ConsumerB) Business-to-business C) ChannelD) InstitutionalE) DistributionAnswer: DDiff: 1 Page Ref: 37Skill: ConceptObjective: 2-1

18) ________ markets are made up of members of a company's distribution chain.A) ConsumerB) Business-to-business C) ChannelD) InstitutionalE) MediaAnswer: CDiff: 1 Page Ref: 37Skill: ConceptObjective: 2-1

19) Resellers in a channel market are also known as ________.A) suppliersB) vendorsC) intermediariesD) shareholdersE) competitorsAnswer: CDiff: 1 Page Ref: 37Skill: ConceptObjective: 2-1



20) Most advertising dollars are spent in ________ markets.A) consumerB) business-to-businessC) distributionD) channelE) institutionalAnswer: ADiff: 2 Page Ref: 37Skill: ConceptObjective: 2-1

21) Firms usually reach ________ markets through mass media.A) consumerB) business-to-businessC) distributionD) channelE) institutionalAnswer: ADiff: 2 Page Ref: 37Skill: ConceptObjective: 2-1

22) What is the first step in the marketing process?A) Set objectives for the marketing effort.B) Research the consumer market and the competitive marketplace and develop a situation analysis.C) Assess consumer needs and wants relative to the product, segment the market into groups that are likely to respond, and target specific markets.D) Differentiate and position the product relative to the competition.E) Develop the marketing mix strategy.Answer: BDiff: 2 Page Ref: 39Skill: ConceptObjective: 2-1

23) What is the second step in the marketing process?A) Assess consumer needs and wants relative to the product, segment the market into groups that are likely to respond, and target specific markets.B) Set objectives for the marketing effort.C) Research the consumer market and the competitive marketplace and develop a situation analysis.D) Differentiate and position the product relative to the competition.E) Develop the marketing mix strategy.Answer: BDiff: 2 Page Ref: 39Skill: ConceptObjective: 2-1



24) Which of the steps in the marketing planning process listed below follows the others?A) Assess consumer needs and wants relative to the product, segment the market into groups that are likely to respond, and target specific markets.B) Set objectives for the marketing effort.C) Research the consumer market and the competitive marketplace and develop a situation analysis.D) Differentiate and position the product relative to the competition.E) Develop the marketing mix strategy.Answer: EDiff: 3 Page Ref: 39Skill: ConceptObjective: 2-1

25) Which of the following suggests that marketing should focus first on identifying the needs and wants of the customer?A) the exchange conceptB) the marketing conceptC) the product conceptD) the brand conceptE) the production conceptAnswer: BDiff: 1 Page Ref: 39Skill: ConceptObjective: 2-1

26) How a brand is different and superior in some way is referred to as ________.A) brand parityB) brand equityC) competitive advantageD) psychological pricingE) brand meaningAnswer: CDiff: 1 Page Ref: 40Skill: ConceptObjective: 2-1

27) Which of the following does NOT add value to a product?A) advertisingB) convenienceC) useful featuresD) brandingE) All of the above add value to a product.Answer: EDiff: 2 Page Ref: 41Skill: ConceptObjective: 2-1



28) Which of the following is NOT a way advertising adds value to a product?A) making the product appear more desirableB) making the product appear more of a status symbolC) making the product more convenient for consumers to buyD) providing news and useful information of interest to consumersE) All of the above are ways advertising adds value to a product.Answer: CDiff: 3 Page Ref: 41Skill: ConceptObjective: 2-1

29) Which marketing element includes product design and development, performance, branding, and packaging?A) distributionB) brandingC) productD) placeE) promotionAnswer: CDiff: 1 Page Ref: 41Skill: ConceptObjective: 2-1

30) Which marketing element includes personal selling, advertising, public relations, sales promotion, direct marketing, events and sponsorships, point-of-purchase, and the communication aspects of packaging?A) priceB) distributionC) productD) placeE) promotionAnswer: EDiff: 1 Page Ref: 41Skill: ConceptObjective: 2-1

31) The promotion "P" of marketing is also known as ________.A) productB) distributionC) priceD) marketing communicationE) differentiationAnswer: DDiff: 1 Page Ref: 41Skill: ConceptAACSB: Communication abilitiesObjective: 2-1



32) Which element of the marketing mix includes distribution channels, market coverage, and co-op advertising?A) productB) promotionC) priceD) communicationE) placeAnswer: EDiff: 1 Page Ref: 41Skill: ConceptObjective: 2-2

33) Which of the following is LEAST likely to be a factor on which the price of a product is based?A) what the market will bearB) the amount of support provided by resellersC) economic well-being of the consumer D) the consumer's ability to gauge the valueE) the relative value of the productAnswer: BDiff: 3 Page Ref: 42Skill: ConceptObjective: 2-1

34) A consumer's ability to gauge the value of a product is referred to as the ________.A) psychological priceB) price/value propositionC) exchange rateD) comparative priceE) value exchangeAnswer: BDiff: 2 Page Ref: 42Skill: ConceptObjective: 2-1

35) Which pricing strategy uses marketing communication to manipulate the customer's judgment of value?A) psychological pricingB) value pricingC) distribution pricingD) copy pricingE) customary pricingAnswer: ADiff: 1 Page Ref: 42Skill: ConceptObjective: 2-1



36) Which pricing strategy is used to communicate a dramatic or temporary price reduction?A) promotional pricingB) value pricingC) parity pricingD) copy pricingE) customary pricingAnswer: ADiff: 2 Page Ref: 42Skill: ConceptObjective: 2-1

37) Using ________, a marketer sets a high price for a product to make the product seem worthy or valuable.A) prestige pricingB) value pricingC) distribution pricingD) promotional pricingE) customary pricingAnswer: ADiff: 2 Page Ref: 42Skill: ConceptObjective: 2-1

38) When a company distributes its products directly to buyers without the use of a reseller, the company is using ________.A) indirect marketingB) no-channel marketingC) direct marketingD) indirect channel marketingE) integrated marketingAnswer: CDiff: 1 Page Ref: 42Skill: ConceptObjective: 2-1

39) When a company distributes its products through one or more distributors and resellers, the company is using ________.A) channel marketingB) no-channel marketingC) direct marketingD) multi-level marketingE) integrated marketingAnswer: ADiff: 2 Page Ref: 43Skill: ConceptObjective: 2-1



40) Which strategy directs marketing efforts at the consumer?A) pushB) exchangeC) pullD) coverageE) cooperativeAnswer: CDiff: 1 Page Ref: 43Skill: ConceptObjective: 2-1

41) A ________ strategy directs marketing efforts at resellers, and success depends on the ability of these intermediaries to market the product, which they often do with advertising.A) pushB) pullC) coverageD) directE) exchangeAnswer: ADiff: 1 Page Ref: 43Skill: ConceptObjective: 2-1

42) Which marketing communication tool uses face-to-face contact between the marketer and a prospective customer?A) advertisingB) sales promotionC) public relationsD) personal salesE) customary marketingAnswer: DDiff: 1 Page Ref: 43Skill: ConceptAACSB: Communication abilitiesObjective: 2-1

43) Which of the following refers specifically to creating the tangible and intangible elements of a brand?A) advertisingB) brandingC) exchangingD) marketingE) integratingAnswer: BDiff: 1 Page Ref: 44Skill: ConceptObjective: 2-2



44) Computers, automobiles, and toothpaste are all examples of ________.A) servicesB) ideasC) brandsD) productsE) marketsAnswer: DDiff: 2 Page Ref: 44Skill: ConceptObjective: 2-2

45) A(n) ________ is a perception, often imbued with emotion, which results from experiences with and information about a company or a line of products.A) advertisementB) brandC) taglineD) logoE) trademarkAnswer: BDiff: 1 Page Ref: 44Skill: ConceptObjective: 2-2

46) Which of the following is the harmonization of an organization's identity and its image?A) integrated marketing communicationB) standardized marketingC) channel marketingD) organizational brandingE) brand transformationAnswer: DDiff: 2 Page Ref: 45Skill: ConceptObjective: 2-2

47) Parity products are those that have ________.A) no brand nameB) few competitorsC) few distinguishing featuresD) a store's labelE) an international marketAnswer: CDiff: 1 Page Ref: 46Skill: ConceptObjective: 2-2



48) Store brands are also referred to as ________.A) generic brandsB) private labelsC) regional brandsD) fast-moving consumer goodsE) licensed brandsAnswer: BDiff: 2 Page Ref: 46Skill: ConceptObjective: 2-2

49) Which of the following were originally sold in black-and-white, no-frills packaging at low prices?A) generic brandsB) private labelsC) regional brandsD) fast-moving consumer goodsE) licensed brandsAnswer: ADiff: 1 Page Ref: 46Skill: ConceptObjective: 2-2

50) Which of the following was the top global brand, based on brand value, in 2009?A) GoogleB) MicrosoftC) Coca-ColaD) McDonald'sE) WalmartAnswer: ADiff: 2 Page Ref: 48Skill: ConceptAACSB: Dynamics of the global economyObjective: 2-2

51) Which of the following is NOT a desirable quality for a brand name? A) It should suggest something about the product's benefits and qualities.B) It should be easy to pronounce, recognize, and remember.C) The brand should be a long word to get attention.D) The name should translate easily into foreign languages.E) It should be distinctive.Answer: CDiff: 3 Page Ref: 49Skill: ConceptObjective: 2-2



52) A ________ is a legal sign that indicates ownership.A) trademarkB) logoC) brandD) brand licenseE) brand positionAnswer: ADiff: 1 Page Ref: 49Skill: ConceptObjective: 2-2

53) ________ refers to how consumers see a brand relative to the other brands in the product category.A) SegmentingB) TargetingC) DifferentiatingD) PositioningE) TrademarkingAnswer: DDiff: 2 Page Ref: 50Skill: ConceptObjective: 2-2

54) Bold, fun, exciting, and daring are all examples of ________.A) brand promisesB) brand positionsC) brand personalitiesD) brand imagesE) brand valueAnswer: CDiff: 2 Page Ref: 50Skill: ConceptObjective: 2-2

55) Brand value comes in two forms: the value to the ________ and the value to the ________.A) consumer; competitorB) consumer; corporationC) competitor; channelD) corporation; competitorE) shareholder; stakeholderAnswer: BDiff: 2 Page Ref: 51Skill: ConceptObjective: 2-2



56) Brand ________ programs offer customers rewards for repeat business.A) valueB) equityC) extensionD) integrationE) loyaltyAnswer: EDiff: 1 Page Ref: 51Skill: ConceptObjective: 2-2

57) ________ is the intangible value of the brand based on the relationships with its stakeholders, as well as intellectual property.A) Brand positionB) Brand parityC) Brand imageD) Brand identityE) Brand equityAnswer: EDiff: 1 Page Ref: 51-52Skill: ConceptObjective: 2-2

58) Which of the following measures the financial value the brand contributes to a company?A) trademarkB) copyrightC) brand imageD) brand identityE) brand equityAnswer: EDiff: 2 Page Ref: 51Skill: ConceptObjective: 2-2

59) ________ refers to promoting and advertising the use of a brand name for a component used in manufacturing a product.A) Co-brandingB) Ingredient brandingC) Inside brandingD) Brand licensingE) Integrated brandingAnswer: BDiff: 1 Page Ref: 52Skill: ConceptObjective: 2-2



60) A company that uses an established brand name with a related line of products is using a(n) ________.A) co-brandB) ingredient brandC) brand extensionD) licensed brandE) brand parityAnswer: CDiff: 1 Page Ref: 52Skill: ConceptObjective: 2-2

61) Which of the following is a strategy that uses two brand names owned by two separate companies to create a partnership offering?A) co-brandingB) equity brandingC) brand licensingD) integrated brandingE) parity brandingAnswer: ADiff: 1 Page Ref: 52Skill: ConceptObjective: 2-2

62) Using ________, a partner company rents another company's brand name and transfers some of that brand equity to another product.A) co-brandingB) equity brandingC) brand licensingD) integrated brandingE) parity brandingAnswer: CDiff: 1 Page Ref: 52Skill: ConceptObjective: 2-2



63) Advertising, sales promotion, personal selling, public relations, and direct marketing are all ________.A) promotional tools that should be integrated under the concept of integrated marketing communicationsB) promotional tools used in business-to-business markets but not consumer marketsC) promotional tools used for push strategies but not pull strategiesD) promotional tools used for pull strategies but not push strategiesE) promotional tools used in consumer markets but not business-to-business marketsAnswer: ADiff: 2 Page Ref: 53Skill: ConceptObjective: 2-3

64) More companies are adopting the concept of ________, which is the practice of unifying all marketing communication messages and tools as well as the messages from the marketing mix decisions so that they send a consistent message supporting the brand's strategy.A) integrated marketing communicationsB) integrated personal sellingC) integrated competitive methodsD) nonpersonal communication channelsE) buzz marketingAnswer: ADiff: 1 Page Ref: 53Skill: ConceptAACSB: Communication abilitiesObjective: 2-3

65) Integrated marketing communications produces better communications ________.A) consistencyB) salesC) simplicityD) varietyE) independenceAnswer: ADiff: 2 Page Ref: 53Skill: ConceptAACSB: Communication abilitiesObjective: 2-3



66) Integrated marketing communications require a company's mass-market advertisements, Web site, e-mail, and personal selling communications to all have ________. A) equal portions of the advertising budgetB) the same return on investmentC) separate marketing objectivesD) the same target audienceE) the same message, look, and feelAnswer: EDiff: 2 Page Ref: 53Skill: ConceptObjective: 2-3

67) Which of the following is NOT a principle of IMC?A) Everything communicates.B) A brand is a unified vision and a complex system.C) Brand relationships drive brand value.D) You can't be integrated externally if you are not integrated internally.E) Every element of the marketing mix should provide equal return on investment.Answer: EDiff: 3 Page Ref: 54Skill: ConceptObjective: 2-3

68) A ________ brand is one marketed in a single country.A) houseB) localC) regionalD) storeE) privateAnswer: BDiff: 1 Page Ref: 56Skill: ConceptAACSB: Dynamics of the global economyObjective: 2-4

69) A(n) ________ brand is available in a number of different countries in various parts of the world.A) parityB) localC) regionalD) extensionE) internationalAnswer: EDiff: 1 Page Ref: 56Skill: ConceptAACSB: Dynamics of the global economyObjective: 2-4



70) A company that takes a ________ approach to international marketing tries to make accommodations in its marketing mix for cultural differences.A) parityB) domesticC) globalD) standardizedE) localizedAnswer: EDiff: 2 Page Ref: 57Skill: ConceptAACSB: Dynamics of the global economyObjective: 2-4

71) Marketing is the way a product is designed, tested, produced, branded, packaged, priced, distributed, and promoted. Answer: TRUEDiff: 1 Page Ref: 34Skill: ConceptObjective: 2-1

72) The goal in marketing is to sell as many products as possible. Answer: FALSEDiff: 2 Page Ref: 34Skill: ConceptObjective: 2-1

73) The key players in the marketing industry include the marketer, suppliers or vendors, distributors and retailers, and agencies. Answer: TRUEDiff: 2 Page Ref: 35Skill: ConceptObjective: 2-1

74) The materials and ingredients used in producing the product are obtained from other companies who are referred to as distributors. Answer: FALSEDiff: 2 Page Ref: 36Skill: ConceptObjective: 2-1

75) The channel of distribution refers to the complex network of suppliers who produce components and ingredients that are then sold to the manufacturer. Answer: FALSEDiff: 2 Page Ref: 36Skill: ConceptObjective: 2-1



76) The supply chain refers to the various companies that are involved in moving a product from its manufacturer into the hands of its buyer. Answer: FALSEDiff: 2 Page Ref: 37Skill: ConceptObjective: 2-1

77) Only manufacturers advertise. Answer: FALSEDiff: 2 Page Ref: 37Skill: ConceptObjective: 2-1

78) When marketing strategists speak of markets, they generally refer to a particular type of buyer.Answer: TRUEDiff: 2 Page Ref: 37Skill: ConceptObjective: 2-1

79) Institutional markets consist of people who buy products and services for personal use. Answer: FALSEDiff: 1 Page Ref: 37Skill: ConceptObjective: 2-1

80) Institutional markets are made up of nonprofit organizations only. Answer: FALSEDiff: 2 Page Ref: 37Skill: ConceptObjective: 2-1

81) Most goods manufacturers also offer services.Answer: TRUEDiff: 3 Page Ref: 38Skill: ConceptObjective: 2-1

82) The first step in the marketing planning process is to set objectives for the marketing effort. Answer: FALSEDiff: 2 Page Ref: 39Skill: ConceptObjective: 2-1



83) In the marketing planning process, consumer needs should be assessed before the product is positioned.Answer: TRUEDiff: 3 Page Ref: 39Skill: ConceptObjective: 2-1

84) A company that operates with a marketing concept philosophy focuses on satisfying its customers' needs and wants.Answer: TRUEDiff: 1 Page Ref: 39Skill: ConceptObjective: 2-1

85) The process of assessing whether there are identifiable groups within the market whose needs and wants intersect with the product and its features is known as differentiation. Answer: FALSEDiff: 2 Page Ref: 40Skill: ConceptObjective: 2-1

86) The process of making a brand stand out as different from its competition is called positioning.Answer: TRUEDiff: 1 Page Ref: 40Skill: ConceptObjective: 2-1

87) Customer is a more general term than consumer.Answer: FALSEDiff: 3 Page Ref: 40Skill: ConceptObjective: 2-1

88) Advertising can add value to a brand. Answer: TRUEDiff: 2 Page Ref: 41Skill: ConceptObjective: 2-1

89) A push strategy directs marketing efforts at the consumer in an attempt to stimulate consumer demand.Answer: FALSEDiff: 2 Page Ref: 43Skill: ConceptObjective: 2-1



90) In personal sales, leads are also known as prospects.Answer: TRUEDiff: 2 Page Ref: 43Skill: ConceptObjective: 2-1

91) Advertising is the process of creating the tangible and intangible elements of a brand. Answer: FALSEDiff: 2 Page Ref: 44Skill: ConceptObjective: 2-2

92) Brand equity measures the financial value the brand contributes to the company. Answer: TRUEDiff: 2 Page Ref: 51Skill: ConceptObjective: 2-2

93) Co-branding means acknowledging a supplier's brand as an important product feature or component. Answer: FALSEDiff: 2 Page Ref: 52Skill: ConceptObjective: 2-2

94) Integrated marketing communication (IMC) is a recent trend that uses databases to drive communication with customers and keep track of their interactions with a company.Answer: FALSEDiff: 1 Page Ref: 53Skill: ConceptAACSB: Use of information technologyObjective: 2-3

95) An IMC program is more complex than a traditional advertising plan.Answer: TRUEDiff: 3 Page Ref: 53Skill: ConceptObjective: 2-3

96) Implementation of IMC is most successful through the use of cross-functional organization.Answer: TRUEDiff: 2 Page Ref: 54Skill: ConceptAACSB: Communication abilitiesObjective: 2-3



97) In marketing terms, ROI stands for rate of interest.Answer: FALSEDiff: 1 Page Ref: 55Skill: ConceptObjective: 2-4

98) Marketers who calculate ROI do not need to use other tools or techniques to evaluate the efficiency and effectiveness of their marketing communications.Answer: FALSEDiff: 2 Page Ref: 55Skill: ConceptObjective: 2-4

99) The calculation of ROI identifies how much money a brand made in comparison to its expenses.Answer: TRUEDiff: 2 Page Ref: 55Skill: ConceptObjective: 2-4

100) The growth in global marketing activities continues to increase.Answer: TRUEDiff: 2 Page Ref: 56Skill: ConceptAACSB: Dynamics of the global economyObjective: 2-4

101) A car manufacturer buys tires from a tire manufacturer. These manufacturers are part of the institutional market.Answer: FALSEDiff: 2 Page Ref: 37Skill: ApplicationAACSB: Analytic skillsObjective: 2-1

102) Businesses are more likely to use advertising in specialized media than in mass media to reach customers in business-to-business markets.Answer: TRUEDiff: 2 Page Ref: 37Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 2-1



103) Diane is a repeat buyer of Dove beauty products. Diane is a consumer who is Dove's customer.Answer: TRUEDiff: 2 Page Ref: 40Skill: ApplicationAACSB: Analytic skillsObjective: 2-1

104) Retailers and wholesalers who have created their own brands–such as Walmart's Sam's Choice beverages and food products–are participating in co-branding.Answer: FALSEDiff: 3 Page Ref: 46Skill: ApplicationAACSB: Reflective thinking skillsObjective: 2-2

105) To maximize the toothpaste market in China, Crest needs to convince more of the Chinese population to brush their teeth three times a day. Crest is most likely to use a standardized approach for its marketing in China.Answer: FALSEDiff: 2 Page Ref: 57Skill: ApplicationAACSB: Analytic skillsObjective: 2-4

106) Describe the roles of the four categories of key players in marketing.Answer: (1) Marketer (a.k.a Advertiser or Client) Any company or organization behind the product (i.e., the organization, company, or manufacturer producing the product and offering it for sale). (2) Suppliers and Vendors Supply the materials and ingredients used in producing the product. In marketing practice these suppliers and vendors are partners in the creation of a successful product. The term supply chain refers to the network of suppliers who produce components that are sold to manufacturers.(3) Distributors and Retailers Companies that are involved in moving a product from its manufacturer into the hands of its buyer. The various companies involved in this are referred to as the channel of distribution.(4) Marketing partners Do all or part of the work of advertising, implementing the creative vision of the client (marketer), and helping it to reach its advertising goals.Diff: 2 Page Ref: 35-37Skill: SynthesisAACSB: Reflective thinking skillsObjective: 2-1



107) Name and describe the four main types of markets, and discuss characteristics of advertising targeted toward each market, respectively.Answer: (1) Consumer Markets Consist of people who buy products and services for personal or household use. Just about any product an individual purchases including clothing, food, books, health and beauty aids, and so forth can be advertised to consumers through mass media such as radio, television, newspapers, general consumer magazines, and direct-response media, such as direct mail. Businesses spend most of their advertising dollars on this market.(2) Business-to-Business (B2B) Markets Consist of companies that buy products or services to use in their own businesses or in making other products. This market is typically reached through trade and professional advertising in specialized media, such as trade journals, professional magazines, and direct mail.(3) Institutional Markets Include a wide variety of profit and nonprofit organizations, such as hospitals, government agencies, and schools, which provide goods and services for the benefit of society. This market is typically reached through the same means as industrial markets.(4) Channel Markets Made up of members of the distribution chain, also known as resellers or intermediaries. This market is also typically reached through the same means as industrial and institutional markets.Diff: 3 Page Ref: 37Skill: SynthesisAACSB: Reflective thinking skillsObjective: 2-1

108) Explain the marketing concept and discuss how it relates to advertising.Answer: The marketing concept says that marketing should focus first on identifying the needs and wants of the customer, rather than on finding ways to sell products that may or may not meet customers' needs. This concept suggests that marketers must first determine the customers' needs and wants and then develop, manufacture, market, and service goods that fill those particular needs and wants, thus creating solutions for customers' problems. Both of these steps are addressed in advertising planning through consumer research and the methods used by planners to develop insight into consumer decision making. Advertising that follows the marketing concept will focus more on the consumer's benefit than on a product's features.Diff: 2 Page Ref: 39-40Skill: SynthesisAACSB: Reflective thinking skillsObjective: 2-1



109) Describe the evolution of Procter & Gamble's Ivory soap. How does it illustrate the concept of branding?Answer: P&G created identity elements for its brand Ivory before anyone had thought of making a bar of soap a distinctive brand. The Ivory brand identity system also called attention to innovative features of the product. In the 1800s, soap wasn't like it is today; indeed, it was homemade from lye, fats, and fireplace ashes. It was a soft jelly-like yellowish soap that would clean, but if it fell to the bottom of a pail, it dissolved into mush. The Castile bar, which was a pure white soap imported from the Mediterranean and made from the finest olive oil, was considered the benchmark for quality soap and highly expensive. P&G discovered a formula that produced a uniform, predictable bar soap, which they provided in wooden boxes to both armies during the Civil War, introducing the concept of mass production, and created a huge market when returning soldiers demanded the bars for home use. But these bars were still yellow and sunk to the bottom. So P&G created a white bar equivalent to the Castile bar, becoming the "soap that floats" by accidentally whipping in too much air, which made the bar lighter. This claim–"It floats"–became one of the world's greatest statements of a product benefit. The soap was named "Ivory soap," resulting in consumers asking for it by name. P&G also learned that Ivory had only 0.56 percent impurities, leading to the claim that it was "99 and 44/100 percent pure," which is one of the most famous slogans in brand history.Diff: 2 Page Ref: 47Skill: SynthesisAACSB: Reflective thinking skillsObjective: 2-2

110) Explain the concept of integrated marketing communications.Answer: IMC calls for recognizing all contact points where the customer may encounter the company and its brands. A company wants to deliver a consistent and positive message with each contact. IMC ties together all of the company's messages and images, avoiding the confusion that can arise from customers receiving varied messages from a variety of media.Diff: 2 Page Ref: 53Skill: ApplicationAACSB: Communication abilitiesObjective: 2-3

111) Procter & Gamble has sales of almost $50 billion and spends more than $4 billion on advertising every year. The company's corporate brand value is estimated to be more than $107 billion. In terms of key players in marketing, which one does Procter & Gamble represent?A) marketerB) supplier or vendorC) distributorD) agencyE) mediaAnswer: ADiff: 2 Page Ref: 35Skill: ApplicationAACSB: Analytic skillsObjective: 2-1



112) Amco, Inc. manufactures small electronic components that become integral parts of the electronic systems in automobiles. Amco does not sell directly to auto manufacturers, but rather through brokers that are involved in selling the components to the auto manufacturers. Additionally, another company is employed to deliver the goods. All of these organizations are part of the ________ in getting electronic component parts to the automobile manufacturers.A) distribution networkB) supply chainC) marketing networkD) brand managementE) parity chainAnswer: BDiff: 2 Page Ref: 36Skill: ApplicationAACSB: Analytic skillsObjective: 2-1

113) Which of the following product offerings is intangible?A) fish for an aquariumB) refillable ink cartridges for a computer printerC) a mink coatD) a meal at a fast-food restaurantE) a limousine rideAnswer: EDiff: 2 Page Ref: 37Skill: ApplicationAACSB: Analytic skillsObjective: 2-1

114) Sam is a brand manager for a manufacturer of consumer package goods. Part of his job entails launching new products into the marketplace. Before he launches a new product, however, Sam's department conducts extensive research to identify the needs and wants of the customer, rather than finding ways to sell products that may or may not meet customers' needs. Which key concept of marketing is Sam implementing?A) exchangeB) brandingC) added valueD) marketing conceptE) product conceptAnswer: DDiff: 2 Page Ref: 39Skill: ApplicationAACSB: Analytic skillsObjective: 2-1



115) Puma sells its edgy designs to trendy retailers but also sells its more mainstream products in stores such as Foot Locker. Which marketing mix element does this strategy illustrate?A) productB) priceC) placeD) promotionE) brandingAnswer: CDiff: 2 Page Ref: 41Skill: ApplicationAACSB: Analytic skillsObjective: 2-1

116) During the 2003 World Cup, which was held in Japan and South Korea, Puma got a well-known sushi chef to create a special Puma sushi roll that was served in select Japanese restaurants in cities around the world. Puma also discretely announced the sponsorship in its company-branded chopsticks, sake cups, and napkins. At the same time, Puma partnered with the Terence Conran design shop to sell an exclusive version of its World Cup soccer boot, holding weekend sushi-making events at the home furnishings store. Which marketing mix element does this strategy illustrate?A) productB) priceC) placeD) promotionE) branding Answer: DDiff: 2 Page Ref: 41Skill: ApplicationAACSB: Analytic skillsObjective: 2-1

117) A.Y. McDonald, a manufacturer of pumps and plumbing valves, employs regional salespeople to sell its products to wholesalers and cities. This is an example of ________.A) sales promotionB) personal sellingC) public relationsD) indirect marketingE) advertisingAnswer: BDiff: 2 Page Ref: 43Skill: ApplicationAACSB: Analytic skillsObjective: 2-1



118) An ad in a professional journal targeted to an audience of dentists asked dentists to recommend Crest toothpaste to their patients. It offered toothpaste samples that dentists could buy at cost to give to their patients to encourage patients to take better care of their teeth. The manufacturer of Crest toothpaste was using ________.A) personal sellingB) direct marketingC) a push strategyD) a pull strategyE) public relationsAnswer: CDiff: 2 Page Ref: 43Skill: ApplicationAACSB: Analytic skillsObjective: 2-1

119) Glasis is a type of paint made specifically for use on cars. An ad in Motor Trend magazine advising consumers to request their body shops use Glasis paint is an example of how a company uses ________.A) word of mouth influenceB) public relationsC) buzz marketingD) a push strategyE) a pull strategyAnswer: EDiff: 2 Page Ref: 43Skill: ApplicationAACSB: Analytic skillsObjective: 2-1

120) Peter purchased an inexpensive necklace from a department store to give to his sweetheart, Julie, on Valentine's Day. He didn't want her to know that he did not spend very much for the jewelry, so he put it in a box he had from an upscale jewelry store that sells only expensive items. When Julie unwrapped her gift, she was excited to see that it came from this store and absolutely loved the necklace Peter gave her. Which key concept of marketing does this illustrate?A) exchangeB) brandingC) situation analysisD) marketing conceptE) distribution Answer: BDiff: 3 Page Ref: 44Skill: ApplicationAACSB: Reflective thinking skillsObjective: 2-2



121) Laurie owns a 2002 Honda Accord, which is the third Honda vehicle that she and her husband have owned. They describe themselves as a "Honda" family and intend to purchase another Honda automobile when their daughter gets her driver's license. They know and trust Hondas. Which key concept of marketing does this illustrate?A) exchangeB) branding meaningC) brand personalityD) marketing conceptE) product conceptAnswer: BDiff: 2 Page Ref: 44Skill: ApplicationAACSB: Reflective thinking skillsObjective: 2-2

122) When Tylenol brand of pain relief capsules were tampered with, resulting in the death of several consumers, the manufacturer pulled all of its products from store shelves, redesigned packaging to resist tampering, and reintroduced noncapsule forms of the product. This was very expensive for Tylenol to do, but the company knew that the reputation, meaning, and value that its brand name had acquired over time held financial value. Today, Tylenol brand medications have the reputation of being high-quality products. The reputation, meaning, and value that the Tylenol brand name has acquired over time is known as ________.A) brand personalityB) trademarkC) brand frameworkD) brand relationshipE) brand equityAnswer: EDiff: 2 Page Ref: 51Skill: ApplicationAACSB: Analytic skillsObjective: 2-2



123) Intel manufactures computer chips that are part of several personal computer manufacturers' finished products. Intel and the computer manufacturers realized that customers valued Intel computer chips due to their superior quality and reliability and began asking whether or not the computer they were considering purchasing contained an Intel computer chip. As a result, Intel and computer manufacturers started communicating through advertising and other promotional tools that there's "Intel Inside." This is an example of ________.A) primary brandingB) secondary brandingC) supply chain brandingD) component brandingE) ingredient branding Answer: EDiff: 2 Page Ref: 52Skill: ApplicationAACSB: Analytic skillsObjective: 2-2

124) An apparel marketer is planning to launch an existing brand name into a new product category. Which brand development strategy is being implemented?A) co-brandingB) brand extensionC) ingredient brandingD) brand licensingE) rebrandingAnswer: BDiff: 2 Page Ref: 52Skill: ApplicationAACSB: Analytic skillsObjective: 2-2

125) Harpo Enterprises maintains the Oprah Winfrey show, a Web site, and O magazine. Because Harpo Enterprises practices integrated marketing communications, these different brand contacts all maintain ________ in design and tone.A) varietyB) feedbackC) consistencyD) creativityE) convenienceAnswer: CDiff: 2 Page Ref: 53Skill: ApplicationAACSB: Analytic skillsObjective: 2-3



126) Of the following, which method of adding value to a product is mostly psychological?A) brandingB) qualityC) featuresD) convenienceE) serviceAnswer: ADiff: 2 Page Ref: 41-42Skill: SynthesisAACSB: Reflective thinking skillsObjective: 2-1

127) Which of the following is an advantage offered by co-branding?A) Manufacturers do not have to invest in creating their own brand names.B) Retailers have exclusive products that cannot be purchased from competitors.C) A company can expand its existing brand into a category it otherwise might have difficulty entering alone.D) Advertising, sales, promotion, and marketing must be carefully coordinated.E) Brand equity is stabilized.Answer: CDiff: 3 Page Ref: 52Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 2-2

128) Management of a company that adheres to the principle of integrated marketing communications is most likely to believe which of the following?A) The use of multiple marketing communications channels is advantageous.B) The use of a single marketing communications channel is advantageous.C) Long-term relationships with customers are best nurtured through sales promotion.D) Long-term relationships with customers are best nurtured through public relations.E) Short-term relationships with customers are more profitable than long-term relationships with customers.Answer: ADiff: 3 Page Ref: 53Skill: SynthesisAACSB: Reflective thinking skillsObjective: 2-3



Refer to the following passage to answer the questions below.

Johnson & Johnson manufactures health and beauty aid products under several brand names. The company sells its products to end consumers through retail stores such as grocery, drug, and discount stores. J&J employs a sales force that calls on intermediaries, such as wholesalers and retailers, and spends part of the promotion budget on trade deals to influence intermediaries to carry the company's brands. The remainder of J&J's promotion budget is spent on mass advertising and sales promotions, such as coupons, targeted toward consumers.

129) Which promotion strategy is J&J pursuing?A) pushB) zero channelC) directD) pullE) push and pullAnswer: EDiff: 2 Page Ref: 43Skill: ApplicationAACSB: Analytic skillsObjective: 2-1

130) J&J also markets its Tylenol brand of pain relievers to hospitals. What type of market is that?A) consumerB) primaryC) institutional D) resellerE) secondaryAnswer: CDiff: 2 Page Ref: 37Skill: ApplicationAACSB: Analytic skillsObjective: 2-1

131) What is the difference between a supply chain and a distribution chain?Answer: A supply chain is made up of suppliers who produce components and ingredients that are sold to a manufacturer; a distribution chain is made up of all the companies that move a finished product from the manufacturer to its buyers.Diff: 2 Page Ref: 36Skill: SynthesisAACSB: Reflective thinking skillsObjective: 2-1



132) How are services and goods different? How are they similar?Answer: Both services and goods are types of products. Goods are tangible, but services are–for the most part–intangible.Diff: 2 Page Ref: 37Skill: SynthesisAACSB: Reflective thinking skillsObjective: 2-1

133) You just graduated from college and started working at a consumer packaged goods manufacturer. Your first assignment is to develop the marketing strategy for a new product extension of an existing brand. Where do you begin?Answer: You begin at the first step of the marketing process, which is to research the market, consumers, and the competitive marketplace, and develop a situation analysis. Diff: 2 Page Ref: 39Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 2-1

134) Andy has conducted extensive research in the marketing process. What should be his next two steps?Answer: Andy's next two steps are setting marketing objectives and then assessing consumer needs and wants, segmenting the market, and targeting a specific market. Diff: 2 Page Ref: 39Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 2-1

135) What is the last step of the marketing planning process? Why is this step important?Answer: The last step of the marketing planning process is evaluating the effectiveness of the strategy. This is an important step because it tells marketers whether or not the strategy should be continued.Diff: 2 Page Ref: 39Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 2-1

136) What is the difference between a consumer and a customer?Answer: A consumer is a general term for people who use and buy products it's almost synonymous with the phrase general public. A customer is someone who has purchased a specific brand or visited a specific retailer. Customer is the more specific term.Diff: 2 Page Ref: 40Skill: SynthesisAACSB: Reflective thinking skillsObjective: 2-1



137) Blenco, Inc. is a manufacturer of frozen breakfast products, such as biscuits, pancakes, and waffles. Blenco does not spend any money on consumer advertising or promotions, but rather concentrates its promotion budget on intermediaries in the channel of distribution. What promotion strategy is Blenco pursuing and which promotion tools are most appropriate for implementing this strategy?Answer: Blenco is pursuing a push promotion strategy that concentrates the flow of marketing communication on the members of the channel of distribution rather than on end consumers. Blenco is most likely utilizing trade deals, trade advertising, and personal selling to get its products in the channel of distribution.Diff: 3 Page Ref: 43Skill: SynthesisAACSB: Reflective thinking skillsObjective: 2-1

138) You just interviewed for a job with Dial, Inc. and learned that they are looking for someone who will call on grocery, drug, and convenience stores to sell and service Dial's health and beauty aid items to these types of retailers. What type of personal selling does this represent?Answer: Field sales. Field sales are a type of personal selling that includes calls at the place of business by a field representative. (Note: This type of personal selling is also called trade selling.)Diff: 2 Page Ref: 43Skill: ApplicationAACSB: Analytic skillsObjective: 2-1

139) What kind of control does a company have over the meaning of one of its brands?Answer: A company owns a brand name and a symbol, and can certainly influence what people think about the brand. However, the brand meaning is ultimately created by consumers because the meaning exists in their minds, derived from their own experiences with the brand.Diff: 2 Page Ref: 46Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 2-2

140) Consider such brand names as A1 Steak Sauce, 409, A & D Ointment, A & W Root Beer, and Super 8. Why might such names with alphanumeric characters aid in brand name selection? Answer: Such brands are easy to pronounce, easy to recognize, and easy to remember. Diff: 3 Page Ref: 49Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 2-2



141) Why is it important for a brand promise to be simple and honest?Answer: Consumers who purchase the product and believe it does not live up to the promise will develop a negative image of the brand; they will be less likely to become loyal customers.Diff: 3 Page Ref: 50Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 2-2

142) How does a brand name add value to a product?Answer: Quality and consistency can be identified through a brand; experience with or knowledge of another's experience with a brand helps a buyer know what features, benefits, and quality to expect from a product.Diff: 2 Page Ref: 51Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 2-2

143) Explain why someone would rather have a Rolex watch than a Timex watch, which is as reliable as a Rolex but considerably less expensive.Answer: Although both are well-known brands, Rolex has built its brand image on quality and luxury. It's a status symbol to own a Rolex, and the watch is perceived more as a piece of jewelry than merely a timepiece. Timex is known as an inexpensive, reliable timepiece. Through effective branding, Rolex has transformed this product by creating a special meaning for it, and the meaning of the brand also tells something about the person wearing that brand.Diff: 2 Page Ref: 49-50Skill: SynthesisAACSB: Reflective thinking skillsObjective: 2-2

144) What is a brand loyalty program? Give an example of one.Answer: A brand loyalty program offers consumers rewards for their repeat business. Any program that awards points, money, or free products for repeated purchases could be used as an example.Diff: 2 Page Ref: 51Skill: ApplicationAACSB: Analytic skillsObjective: 2-2

145) When Dell computer indicates in its ads and on its computer boxes "Intel inside," what type of branding is this, and why does Dell do this?Answer: This is called ingredient branding, which means acknowledging a supplier's brand as an important product feature. Dell knows that the quality and reputation of the Intel brand of computer chips adds value to its product and wants to communicate that to buyers.Diff: 2 Page Ref: 52Skill: ApplicationAACSB: Analytic skillsObjective: 2-2



146) How does integrated marketing communication (IMC) build brand identity?Answer: IMC builds brand identity and strong customer relationships by tying together all of the company's messages and images.Diff: 2 Page Ref: 53Skill: ApplicationAACSB: Reflective thinking skillsObjective: 2-3

147) How do marketing managers use ROI?Answer: ROI stands for return on marketing investment. It is a calculation that marketing managers can use to determine the relationship between what a marketing program cost and what it delivered in sales.Diff: 2 Page Ref: 55Skill: ApplicationAACSB: Reflective thinking skillsObjective: 2-4

148) What types of products would be successful with standardized global marketing? Answer: Products that require no change to the product itself or to the product's promotion would follow a standardized marketing mix.Diff: 2 Page Ref: 57Skill: ApplicationAACSB: Reflective thinking skillsObjective: 2-4



Refer to the passage below to answer the following questions.

Gore-Tex is a revolutionary material that is used in several types of outer- and athletic-wear that can keep consumers warm and dry in the winter but also cool in the summer. It is lighter and stronger than other types of materials, such as wool or cotton, and costs more. However, many consumers of these products were not aware of the advantages of Gore-Tex when comparing products and were put off by the very high price. To change this, Gore-Tex hired an advertising agency to assist in creating a special meaning for the brand and to communicate the advantages to end-user consumers. Gore-Tex also worked with the manufacturers of the products into which Gore-Tex was incorporated to encourage them to call attention to the fact that Gore-Tex is used in their products.

149) Which key concept in marketing is illustrated by Gore-Tex's desire to create a special meaning for it, and how can advertising help accomplish this?Answer: Branding is the process of creating a special meaning for a product, one that makes it distinctive in the marketplace and in its product category. Brand image is the result of communication as well as consumers' own personal experiences with the product. A brand, and the advertising behind it, creates familiarity. Advertising can also be used to communicate the distinctive advantage of Gore-Tex over other types of material.Diff: 2 Page Ref: 44Skill: SynthesisAACSB: Reflective thinking skillsObjective: 2-2

150) Manufacturers of apparel products using Gore-Tex include that information on their product labels as well as in their advertising. What is this known as, and why do these manufacturers do this?Answer: This is known as ingredient branding, which means acknowledging a supplier's brand as an important product feature. Every contribution from the supply chain adds value to the product, and in practice, suppliers and vendors are partners in the creation of a successful product. The quality of the Gore-Tex brand of material enhances the quality of the finished products that it goes into.Diff: 2 Page Ref: 52Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 2-2


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